BCLP
Senior Account Manager - 12 Month-FTC
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About BCLP
At BCLP, we’ve built our firm on the foundations of thinking differently. Curious, inquisitive and unbound by tradition, we’re building change within our sector and beyond.
It starts with our people, which is why we need a Senior Account Manager to join our team and help to further grow some of our most important client relationships.
Role Overview
Reporting to the Director, Global Sectors & Clients, you will be an integral part of the Global Sectors & Clients team, which is responsible for delivering the firm’s Global Growth Program. As part of this highly visible role, you will manage a number of designated accounts across our growth sectors. Working with the client teams, you will drive client understanding, strategic direction and revenue growth by continuously looking for opportunities to expand and strengthen the client relationships. More broadly, you will develop client and sector insights that contribute to product and service development, market engagement and excellence in account management across the Firm generally.
Key Responsibilities
- Driving Client Growth
- Drive strategy development and execution across designated accounts to further expand client relationships and increase coverage across geographies and legal capabilities.
- Facilitate regular, strategic client team discussions to develop and progress client driven strategies with ambitious financial targets for profitable growth.
- Facilitate continuous client team engagement through regular client meetings, information sharing, performance tracking and suggested client development opportunities.
- Bring the Firm – collaborate with the sector and practice BD teams to understand the most relevant capabilities and products relevant to drive your respective client plans forward and work with the client teams to assess and pursue each opportunity as relevant.
- Drive client team engagement with firm activities e.g. campaigns, client listening and relevant events to progress relationships.
- Support relevant proposals and meeting materials, working with the Pricing and Pitch & Proposals teams to progress client specific opportunities.
- Drive operational efficiency by ensuring compliance with contractual arrangements e.g. Outside Counsel Guidelines, budget management, tracking key KPIs and client reporting.
- Proactively develop opportunities to expand client relationships by combining client and market intelligence with firm capabilities.
- Proactively nominate client contacts for the Voice of the Client Program and share learning to identify areas of opportunity or required interventions.
- Proactively work with the Commercial Finance team to benchmark pricing and financial performance against firm/sector performance and identify further opportunities and provide solutions for interventions where necessary.
- Continuously monitoring key performance indicators around client growth, service diversification and profitability.
- Develop your own client relationships where appropriate as guided by the client strategy.
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Client Engagement
- Identify and support the client teams to deliver on client engagement opportunities as informed by client plans and client engagement initiatives across the firm such.
- Where relevant, and in consultation with the client teams, develop strategic relationships across legal, operations, procurement and other functions as driven by the client strategy and relationship maps.
- Attend relevant client meetings such as relationship meetings, pitch presentations and planning meetings.
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Market & Industry Insights
- Develop a good understanding of relevant market and sector insights across the client portfolio and liaise with sector teams to deploy resources and client engagement opportunities.
- Bring insights to client team discussions to identify new areas of opportunity for further client engagement.
- Proactively bring sector specialists to client discussions to strengthen the BCLP offering.
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Client Listening
- Incorporation with client teams, identify client contacts to include in the firm-wide Client Listening program.
- Become a trained interviewer, conducting client reviews, developing insightful and actionable feedback reports and drive continuous development across client teams from collective learning.
- Analyze and disseminate client interview results to client teams and implement necessary actions.
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Operational Excellence
- Full utilization of the Client Relationship Management system (Dynamics) for strategic analysis and planning around key contacts as outlined in the Client Plan and Relationship Map.
- Good understanding of key firm and client team metrics and available data and reports to measure and further drive success.
- Collaborate with Relationship Leaders to drive positive behaviors and engagement across the client teams.
- Project management of, or contribution to, select department projects as required to continuously professionalize the Client & Sector team approach across the Firm.
Skills and Experience Required
Essential
- Significant experience in a client account management, client development, key account management or strategic relationship management role within a professional services environment.
- Demonstrable experience developing and executing client growth strategies for large, complex client accounts.
- Experience working directly with senior stakeholders and client relationship partners to drive revenue growth and strengthen client relationships.
- Strong commercial awareness, including financial analysis, profitability management and performance tracking.
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Highly Desirable
- Experience gained within an international law firm or legal services environment.
- Strong understanding of legal sector dynamics, client relationship management approaches and the delivery of legal services to multinational clients.
- Experience supporting strategic client programmes, client listening initiatives and cross-selling opportunities across multiple practice areas and jurisdictions.
Skills and Competencies
- Exceptional relationship-building, influencing and stakeholder management skills.
- Proven ability to engage, motivate and align diverse international teams around a common client strategy.
- Strong coaching and facilitation skills, with the confidence to challenge constructively and drive accountability.
- High degree of cultural awareness and ability to build credibility with stakeholders across multiple regions.
- Excellent analytical skills with the ability to interpret financial, client and market data to identify growth opportunities.
- Strong project management and organizational skills, with the ability to manage multiple priorities simultaneously.
- Excellent written and verbal communication skills, including the ability to present strategic recommendations to senior audiences.
Agencies
Please note: we will not accept speculative CVs sent to hiring managers or partners via email. We can only accept CVs sent via the portal from agencies that have agreed terms of business with the Recruitment team. For further information, contact resourcing.team@bclplaw.com.
About Us
At BCLP we understand the value of a workforce with diverse perspectives and experiences, and we believe people perform at their best when they can truly be themselves at work. We aim to create an inclusive environment where all our employees are valued, motivated and able to be themselves. In order to provide the best possible service to our robust client base, we are committed to recruiting, retaining, rewarding and developing our people with regard to their abilities and contributions and without reference to their background, gender, gender identity or expression, ethnic origin, age, religion, sexual orientation, socio-economic status, political belief, disability or any other applicable protected characteristic.
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